ICDP Autumn Meeting 16th and 17th October 2018

ICDP Autumn Meeting 2018

Our Autumn Meeting will take place at Hotel Meliá La Défense, Paris, on Tuesday 16th and Wednesday 17th October 2018.

ICDP’s Autumn Meeting 2018 – will focus on global dealer group trends, future aftermarket customer needs and operator responses, the growth of the ‘monthly payment’, and how ‘omni-channel’ principles are translating into practice:

+ Transformation in the aftermarket: looking at fleet customer needs, the crash repairer landscape, and at the ongoing consolidation of the spare parts distributors

+ The growth of the ‘monthly payment’ as the default means of ‘accessing’ a car, plus a deep-dive into the drivers of subscription model performance

+ Top dealer group trends in Europe and around the world, plus a review of dealer merger and acquisition activity, set against a backdrop of impending OEM changes to network structures and dealer contracts

+ How the elements of ‘omni-channel’ integration are being applied on the ground at dealerships, and looking in particular at best practice in lead management, and at future prospects for the used car superstores

+ Insight and debate with expert guest speakers

At the mid-point in our research year, the Autumn Meeting will provide presentation, debate, and challenge on a range of relevant topics, combining our latest research findings with best practice case studies, and inputs from guest speakers. The two days will be structured to provide multiple opportunities for discussion and debate around the issues raised.

We will kick the meeting off on Tuesday afternoon with a deep-dive into three key areas of aftermarket transformation: how the growing share of the car parc controlled by ‘fleets’ will affect aftermarket provision, how the landscape of operators in the crash repair sector will need to adapt to falling demand, and how the consolidation of major parts distributors continues to play out. Consolidation will remain our theme for a presentation by Owen Edwards, an old friend from Inchcape, now working in Corporate Finance advising on dealer M&A. This will fuel our debate as we then spend the evening dining together in the City.

The agenda for Wednesday 17th will then offer a mixture of presentation and debate around the themes of dealer group evolution and overall franchise network change, the translation of ‘omni-channel’ principles into reality, including lead management best practice and the prospects for the used car superstores, and the growth of the ‘monthly payment’ as the default means of accessing a car.

The meeting will conclude in time for you to catch early evening flights from Paris Charles de Gaulle or Orly airports, or trains from the mainline stations.

The package price for attending this meeting is €495 plus VAT: accommodation is not included.


Share this:

Hold date in calendar

ICDP Autumn Meeting 2018

Our Autumn Meeting will take place at Hotel Meliá La Défense, Paris, on Tuesday 16th and Wednesday 17th October 2018.

ICDP’s Autumn Meeting 2018 – will focus on global dealer group trends, future aftermarket customer needs and operator responses, the growth of the ‘monthly payment’, and how ‘omni-channel’ principles are translating into practice:

+ Transformation in the aftermarket: looking at fleet customer needs, the crash repairer landscape, and at the ongoing consolidation of the spare parts distributors

+ The growth of the ‘monthly payment’ as the default means of ‘accessing’ a car, plus a deep-dive into the drivers of subscription model performance

+ Top dealer group trends in Europe and around the world, plus a review of dealer merger and acquisition activity, set against a backdrop of impending OEM changes to network structures and dealer contracts

+ How the elements of ‘omni-channel’ integration are being applied on the ground at dealerships, and looking in particular at best practice in lead management, and at future prospects for the used car superstores

+ Insight and debate with expert guest speakers

At the mid-point in our research year, the Autumn Meeting will provide presentation, debate, and challenge on a range of relevant topics, combining our latest research findings with best practice case studies, and inputs from guest speakers. The two days will be structured to provide multiple opportunities for discussion and debate around the issues raised.

We will kick the meeting off on Tuesday afternoon with a deep-dive into three key areas of aftermarket transformation: how the growing share of the car parc controlled by ‘fleets’ will affect aftermarket provision, how the landscape of operators in the crash repair sector will need to adapt to falling demand, and how the consolidation of major parts distributors continues to play out. Consolidation will remain our theme for a presentation by Owen Edwards, an old friend from Inchcape, now working in Corporate Finance advising on dealer M&A. This will fuel our debate as we then spend the evening dining together in the City.

The agenda for Wednesday 17th will then offer a mixture of presentation and debate around the themes of dealer group evolution and overall franchise network change, the translation of ‘omni-channel’ principles into reality, including lead management best practice and the prospects for the used car superstores, and the growth of the ‘monthly payment’ as the default means of accessing a car.

The meeting will conclude in time for you to catch early evening flights from Paris Charles de Gaulle or Orly airports, or trains from the mainline stations.

The package price for attending this meeting is €495 plus VAT: accommodation is not included.


Share this:

Hold date in calendar

ICDP Autumn Meeting 2018

TUESDAY 16TH OCTOBER

2.30 p.m. Coffee on arrival and registration

3.00 p.m. Welcome and introduction

Transformation in the aftermarket

What are fleet customers looking for from the aftermarket?
In many European markets, the proportion of new cars sold to fleets continues to grow, with both business and private customers turning to various forms of leasing, contract hire, etc., instead of outright ownership. This trend is expected to strengthen with the growth of flexible subscription models alongside other forms of shared mobility service. In this environment, the aftersales needs of a greater proportion of the car parc will be ‘professionally managed’ by operators who may have different priorities and selection criteria than an individual car owner. What are fleet operators now looking for in terms of service provision from both the OEM-franchised and independent aftermarket operators? What difference will technological change – electrification, telematics, and (eventually) greater levels of autonomy – make to their needs?

The future of the crash repair market: industry structure and pressures
At the Summer Meeting, we presented the first phase of our new project looking at the future of the crash repair market, and we projected a 17% real term fall in the value of the market across France, Germany, Italy, and the UK between now and 2030. In this second phase of work, we will look at the landscape of suppliers and providers in the sector, and give our assessment of the pressures and challenges they face, not least in preparing for a decline in the business

Charting the consolidation of the major European parts distributors
Consolidation of the European parts distributor landscape into the hands of a few large and powerful players has been a consistent theme of the past few years. We will provide an updated view of the major distributors, their size, shape, and coverage, and will then go on to consider the stage of maturity of the parts distribution sector as a whole. What can this tell us about the challenges that the distributors will face in the future, and the strategic options available to them?

Dealer groups and network change

Guest speaker: the environment for dealer group merger and acquisition activity
In this session, we are delighted to be joined by Owen Edwards, Associate Director, Corporate Finance at major UK accounting firm Grant Thornton. Owen will bring his expertise on the environment for dealer group merger and acquisition activity, with a focus on the active UK market, but will also comment on investors’ attitudes to other European markets. As a number of OEMs plan network changes and amendments to dealer agreements, can we expect to see a further increase in M&A activity over the coming months

5.15 p.m. Close Day One

6.30 p.m. Evening cocktails and dinner, venue out of the hotel to be confirmed

WEDNESDAY 17TH OCTOBER

8.30 a.m. Welcome, and latest news from ICDP

The growth of the ‘monthly payment’

Monthly payments for motoring: the new model?
Our recent research has been tracking the evolution of finance products from traditional leasing and rental towards fractional ownership (or usage) and subscription models. But how well-established and well-accepted is the ‘monthly payment’ amongst the car-using population at large? How far have innovative finance products and alternatives to outright purchase permeated the used car market? And what would a more ‘managed’ approach to the car across several ‘ownership’ cycles mean for OEM and dealer revenue streams?

Subscription models: what factors drive their performance?
As mentioned above, at the Summer Meeting, we presented our new research into the growing range of new car finance innovation and subscription models emerging around the world at both OEM and dealer level. We concluded that the current subscription model schemes (with the possible exception of ‘just add fuel’ inclusive leasing) did not appear viable on the basis of customers’ expectations, but that it is still very early days to see how well they might develop. In this second phase of work, we will take a closer look at the drivers of performance for subscription models, and will consider how success might be achieved

Dealer groups and network change


Dealer network restructuring: changes ahead
Around Europe, news reports of OEMs planning or launching changes to their dealer agreements, including more fundamental forms of network restructuring, are multiplying. Meanwhile, a number of OEMs are also debating the use of agency as a viable alternative franchise format. We will review the landscape of some of the major recent announcements, consider the implications of the proposed changes for OEMs, dealers, and customers, and provide an updated assessment of the pros and cons of the agency model

Top dealer group trends from around the world
ICDP regularly tracks the evolution of the major dealer groups across Europe in terms of size, shape, and strategic direction. In this session, we will report not only our latest European Top 50 ranking, but will broaden our view to look at the very largest dealer operators right around the world. Who are the global leaders, where do they operate, and what are the similarities and differences in their approach. What are the implications of this emerging breed of very large player for OEM franchise partnerships?

Guest speakers: what is the perspective of top dealer groups?
We will be joined by senior executives from major international dealer groups to learn at first-hand about the realities for a dealer group in operating and growing in the context of today’s opportunities and challenges. How do they secure benefits of scale, without losing the entrepreneurial spirit that has traditionally been seen as a key quality of the dealer model?

Translating ‘omni-channel’ into practice

Best practice approaches to lead management
In the more complex ‘omni-channel’ environment, lead management has developed into a key activity for both manufacturers and dealers, with an effective and robust approach playing an important role in securing the final sale. Alongside them, a wide range of third party services are available to join up the processes and workflows that follow a customer enquiry. In this new piece of research, we will be exploring the ingredients of lead management best practice in OEM-franchised networks. What is ‘tracked’ and how, what are the key metrics in measuring lead management success, and what improvements can we expect to see in the future? We will also look at the emerging impact of the new GDPR (General Data Protection Regulation) on the handling of customer leads

1.00 p.m. Lunch

2.15 p.m. ’Omni-channel’ in practice at the dealership level
As customer usage of online resources as part of their car or aftersales buying journey has grown, so has the need for resources, processes, systems, and data to be joined-up across online and offline media to deliver a ‘seamless’ experience from a more tightly-integrated ‘omni-channel’ network. But how are dealers adapting to these new demands? Are the large dealer groups now uniquely well-placed to deliver what is needed?

What prospects for the used car superstores?
The large superstore chains have been a major feature of the UK used car market over recent years, but their model has not been widely copied in continental European markets. How have the superstores evolved their format and offer over recent years, and where are they headed? What do the recent moves into the sector by some of the major dealer groups signify, and what impact will the new ‘disruptor’ platforms have? What is the future of the format, both in the UK and elsewhere?

Conclusions from the meeting

3.50 p.m. Shuttle to Gare du Nord/Chares de Gaulle

Share this:

Hold date in calendar

ICDP Autumn Meeting 2018

The meeting will take place at the Hotel Meliá La Défense, Paris

Accommodation is not included in ICDP's delegate package.

The hotel could not match quotes offered by the online booking agencies, so please do your internet search to secure the best price.

Many other hotels are available nearby to suit all budgets… Sofitel, Mercure, Hilton, Pullman etc.

Share this:

Hold date in calendar